Outline: INB 524

INTERNATIONAL SELLING

Prerequisites

Successful completion of SIB 330 (Effective Selling). 

Topic Outline

See "Detailed Subject Outline" at the end of this document.

Modes of Instruction

A variety of instructional modes may be used.  These include, but are not limited to, lectures, independent study, class workshops, teams and independent assignments or projects and videotaping of individual sales presentations.

Required Readings:

Students must read the assigned chapters prior to the class as indicated by the "Detailed Subject Outline" at the end of this document.
 

Prescribed Texts and Tutorials

INTERNATIONAL BUSINESS COMMUNICATION (Second Edition);  Chaney, L., & Martin, J. Prentice Hall, Scarborough, Ont.(1995). 

SELLING TODAY BUILDING QUALITY PARTNERSHIPS; Manning, G., Reece, B., & MacKenzie, H. (1998). Prentice-Hall, Scarborough, Ont. 

OTHER INSTRUCTIONAL/LEARNING MATERIALS:

Internet:   Students will be expected to use the Internet to access research information relevant to the subject content.  Web site information will be given in class.

Promotion Policy

Minimum passing grade: "D". 

Modes of Evaluation

Sales Manual - 2 Reports                                                     Term  20% 
International Video Sales Call Presentation                           Once  20% 
International Sales Interview - Report and Presentation         Once  20% 
Country Profile - Report and Presentation                             Once  20% 
Final Exam                                                                           Once  20% 
 
  1. Attendance is an important component to successfully complete this subject. Attendance may be taken at all classes, upon the discretion of your professor.  It is not realistic to expect that you will successfully complete this subject with less than 90% attendance. 
  2. Students are expected to actively participate in class discussions and read assigned material before attending class. 
  3. All assignments/reports are due at the beginning of the class, on specific dates, as indicated on the "Detailed Subject Outline".  Reports that are not handed in at the official class start time, will be considered late and penalized accordingly at a deduction of 20% per day. 
  4. A student who is absent from class, with or without notice, when a quiz, test, assignment, report, workshop or any other vehicle of evaluation is due, as indicated on the "Detailed Subject Outline", will receive a zero mark. 
  5. All work will be evaluated for its communication ability.  Sloppiness, spelling, and grammar errors weaken written work; all contribute to a lower grade.  Use of acceptable English is essential in all oral and written assignments. 
  6. All written assignments/reports must be word processed, double spaced, in business report style, with headings and sub-headings, etc.  It is your responsibility to keep a back-up copy. 

Professor(s)

Tim Richardson, Room 4157, Extension 6064 
Ken Fisher, Room 4343-G,  Extension 6549
 

Approved by: ________________________________________
                             Jennifer Singh, Acting Chair
                             School of International Business
 


WINTER 2001
DETAILED SUBJECT OUTLINE


 
WEEK  WEEK OF:
TOPIC
 STUDENT RESPONSIBILITIES AND
DUE DATES:
1 Jan. 8 Orientation
Review of the Interactive Selling Process		 .
2 Jan. 15 International Selling
International Research		 .
3 Jan. 22 Intercultural communication
Chapter 1		 Due:  "Product Briefing Sheet"
4 Jan. 29 Cultural Value
Chapter 3		 Country Profile - Report and Presentations (20%)
5 Feb. 5 Language 
Chapter 5		 Country Profile - Report and Presentations (20%)
Due:  Sales Report #1 - Step 1, 2 &3 (10%)
6 Feb. 12 Oral & nonverbal Communication 
Chapter 6		 Due:  Sales Visit Contact Country Profile - Report and Presentations (20%)
7 Feb. 19 Written Communication
Chapter 7		 Country Profile - Report and Presentations (20%)
. Feb. 26 STUDY WEEK .
8 Mar. 5 Global Etiquette Interview Assignment - Report and Presentation (20%)
Due:  Sales Report #2 - Step 4,5,6&7 (10%)
9 Mar. 12 Business and Social Customs
Chapter 9		 Interview Assignment - Report and Presentation (20%)
10 Mar. 19 Intercultural Negotiation Process
Chapter 10		 Interview Assignment - Report and Presentation (20%)
11 Mar. 26 Intercultural Negotiation Strategies
Chapter 11		 Interview Assignment - Report and Presentation (20%)
12 April 2 Video Sales Call Presentation (20%) Individual Appointments with professor.  Schedule will be arranged in class.
13 April 9 Video Sales Call Presentation (20%) Individual Appointments with professor.
14 April 16 EXAM WEEK FINAL EXAM

 


Last Updated:   Winter 2001